Ask Good Questions then Listen

When personal trainers are building their business, they have a tendency to do a lot of talking. After all, a good personal trainer believes in his or her services and wants to share the excitement with clients and potential clients. Sometimes the fear of not knowing what to say, or saying the wrong thing, will cause a conflict for the personal trainer.  While it is important to relate to your clients, don’t forget that part of relating is actually asking good questions and listening.

What is a good question? You will have questions that evoke a simple yes or no answer. Ask those questions because they are important. But a really good question gets the client talking, not just answering.

Instead of asking, “How was your day at work”?” say “Tell me about your day.”  Your client will likely fill you in on the day’s events which will help you determine the stress level of his or her job.

The more your client talks, the more you will learn about him or her. That knowledge will help you gauge the perfect plan of action for each client.

Once you begin asking the good questions, the ones that don’t evoke a one word answer like “yes,” “no,” or “fine,” you have the responsibility to actually listen. Unless you are really listening to your clients, you are doing them and your business an injustice.

Since our society tends to focus so much on building the speaking skills of our leaders, we have not given adequate attention to developing listening skills. Listening requires just as much work and practice as speaking!

When you listen to your clients, they pick up on the belief that what they say is important to you. They believe you care about them. You become more than a personal trainer. You become a trusted friend who is helping them meet a goal or reach their full potential. Your perceived loyalty will be reciprocated by them.

Work on your questioning and listening skills. Are you asking questions that will get your clients talking? Do the questions sound sincere and not like polite small talk? What kind of listener are you? Do you feel your mind wandering once your client begins answering some of your questions?

Start making positive changes in your business today by deciding to become a better interviewer. Making time to work on these skills will certainly make a difference in your business.

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